Ep. 13: Overcoming Call Reluctance in Your Follow-up

Bruce LundBlog, Podcast, Solopreneur Movement

One of the biggest challenges for solopreneurs, especially early-on, is confidence in their follow-up. 90% of salespeople go three or less attempts in their follow-ups. And those attempts don’t have a call to action or a “touch with value” that gets the prospect to MOVE.

Let’s breakdown the three components to help you strengthen follow-up and to overcome call reluctance.

Part I: Fight Club Mindset

Here’s the mindset I’m in AFTER I convert a suspect to a prospect to increase my confidence in the follow-up process.

  1. Do they fit MY opportunity filter of somebody I WANT to do business with (buyer vs. seller mindset)
  2. Are they going to use someone in my industry?
  3. Am I just as good, if not better, than anyone else?

If the answer is YES to all three then it’s my duty to FIGHT to earn the business. The first step of the follow-up is to make sure the person you are talking to is worth fighting for in the first place.

Part II: Get TOUGH in the Sales Cycle

In sales, we could make the case that 95% of this is a mindset. That’s no different in your follow-up. Especially when it comes to picking up the phone and calling someone who either isn’t expecting your call or doesn’t necessarily have time for you to interrupt their day. But here’s the thing, they have a need/want for what you are offering, and you can solve their problems.

Most people just need to get tougher in the sales cycle. You positive energy has to be greater than the negative energy you’ll face in a day. Where does that negative energy come from?

  1. Your own thoughts (negative self talk)
  2. Other People (Have to be ready to overcome their no)
  3. Other Things (Move in the opposite direction of the world’s negative pull)

I’m giving you permission to get tough in the sales cycle. Some will. Some won’t. But so what? I’d much rather lose business for being “aggressive” than for sitting on the sidelines. It takes 7+ touches 80% of the time in a 90-Day Cycle to earn the business.

Part III: Why Poor Follow-Up?

Professionals get paid. Period. Follow-up is one of the most important components of the sales cycle. Then we are we so pooor at it?

  1. Didn’t follow-though on something in the first place
  2. Don’t want to be a “nuisance”
  3. Don’t have anything of value and we know it

So in conclusion, remember it’s your duty as a sales professional to fight to earn the business. If you truly believe in your products or services and have the best interest to help other people then you have to go the distance in the sales cycle.

Be sure to check out our free download on our 10-Touch Fight Club Follow-Up at www.10touchfollowup.com.